B2B Lead Generation Blog

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5 Useful Lead Nurturing Tactics to Get More Opportunities

B2B Lead Generation Blog

Lead nurturing is one of those things that’s easy to talk about but hard to do. In this article, I’ll share how to apply lead nurturing to help advance leads through three stages of your lead generation funnel to get more qualified opportunities. Three Lead Generation Stages You Need to Nurture. At this stage, you’re moving them from being a lead to a sales qualified opportunity. All three are part of an integrated lead generation funnel, and this article touches on each element while taking a closer look at lead nurturing. Lead Nurturin

B2B Content Marketing: Will Video Kill eBooks?

B2B Lead Generation Blog

Like a lot of B2B companies, the Act-On team was using eBooks and live-casting webinar videos to drive a high volume of the leads. One of the things we really like about the platform, aside from our ability to personalize videos and integrate calls-to-action and lead capture forms at any point in the video, is the rich analytics.” appeared first on B2B Lead Blog.

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Empathetic Marketing: How To Connect With Your Customers

B2B Lead Generation Blog

The post Empathetic Marketing: How To Connect With Your Customers appeared first on B2B Lead Blog. Have you made empathetic marketing part of your strategy in 2017? If not, you should. I interviewed Michael Brenner ( @BrennerMichael ) the CEO of MarketingInsiderGroup.com. He’s a sought-after keynote speaker and co-author of The Content Formula. Michael: Yeah, sure. Thanks, Brian.

What can B2B Marketers Adopt from Growth Hacking?

B2B Lead Generation Blog

appeared first on B2B Lead Blog. What can you learn from growth hacking and how can it help you develop a mindset to better your B2B marketing? To help answer this question, I interviewed Neil Patel ( @neilpatel ), co-founder of Crazy E gg, Hello Bar, and KISSmetrics. He also helps companies like Amazon, NBC, GM, HP and Viacom grow their revenue. What does this mean? Heck no. ” Right?

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Lead Generation Checklist

You spend a lot of time, energy, and money doing lead generation to capture leads but it's how you manage them that makes the difference between success and failure

How Empathy Will Grow Your Sales and Marketing Pipeline

B2B Lead Generation Blog

In our rush to obtain leads, drive opportunities and move the sales needle, it’s too easy to forget that we need to address the emotional needs (fears, hopes, wants, and aspirations) of our customers. Our marketing and lead nurturing are anchored on this idea. How to Put the Customer First in Lead Generation. Our customers aren’t saying, “We need solutions.” Closing thoughts.

10 Most Popular B2B Lead Blog Posts of 2016

B2B Lead Generation Blog

I’ve compiled a list of the 10 most popular and shared posts on the B2B Lead Blog, chosen by marketers, just like you, to help you get ready to have a great 2017. For the majority of B2B companies with complex sales, marketing-generated leads rarely account for 50% of revenue and often it’s often much less. Tips On How to Use LinkedIn for Better Lead Generation.

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Lead Generation That Converts Leads into Sales Opportunities

B2B Lead Generation Blog

Tweet Ask most executives and marketers what salespeople need to sell in this economy, and they will say one thing: more leads. That’s why many marketing and lead generation programs tend to focus on quantity. Unfortunately, as little as 5 to 15% of all marketing inquiries (aka leads) turn out to be truly sales-ready opportunities. 1 challenge. Create a marketing funnel .

Introduction to Lead Management

B2B Lead Generation Blog

Tweet If Sales and Marketing were a manufacturing operation starting with raw materials — leads — and ending up with 5% to 20% in deliverable product — won sales — it would soon be shut down to determine what is wrong. However, companies continue to spend untold dollars on lead generation efforts ultimately doomed to fail. Lack of lead management impacts lead conversion and ROI.

B2B Marketing Trends for 2016

distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. To get a more granular view of how B2B marketing professionals are adapting to these trends and pressures, we asked 25 leading influencers. preference, lead generation) isn't new, just more intense. its role beyond lead gen. Tom has been published on leading.

31 Tips for Improving Sales and Marketing Lead Generation Alignment

B2B Lead Generation Blog

How does your sales team perceive the leads Marketing produces? They complain about lead quality. They complain about lead volume. The say leads, what leads? Marketing gives us leads? Lead generation is an iterative process that requires consistent closed-loop feedback. Centralize the lead qualification process. Be honest. Be flexible.

6 Ideas to Create More Relevant Lead Nurturing Emails

B2B Lead Generation Blog

1 lead-nurturing tactic. Read more on how to put your customers first in lead generation. If you have a complex sale, the best way I know how to do this is by combining a human touch with your sales pitch to build relationships with your lead-nurturing message. Read more on Email Marketing: 3 lead nurture paths you should automate. Segmentation. Customer focus.

New Chapter for the B2B Lead Blog

B2B Lead Generation Blog

You may have noticed the B2B Lead Blog has a new look. Over the next few months, I’ll be starting a business and working on my next book, a sequel to Lead Generation for the Complex Sale. Back when I started this blog in 2003, I couldn’t find any place where people were sharing ideas related to lead generation and the complex sale. Image credit: PhotoDune.

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Best B2B Lead Posts in 2014: Lead generation, lead nurturing and content marketing

B2B Lead Generation Blog

Read on to find out what B2B Lead Roundtable Blog posts were shared the most as well as the three topics B2B marketers valued most in 2014. Topic #1 — Lead generation is king. Lead generation was a huge topic for 2014 and for good reason. Every lead nurturing campaign, every lead conversion, every sale depends on first generating a lead. The difference?

Why B2B Content Strategies Are Paramount for Generating Quality Leads

Generating demand and ensuring the consistent flow of high-quality, actionable leads is what makes B2B marketers successful

Lead Nurturing: Unique tracks and impactful tests

B2B Lead Generation Blog

Tweet I was recently interviewed by Marketo for their Definitive Guide to Lead Nurturing eBook, and I wanted to share some ideas that didn’t find their way into the guide as well as some additional thoughts on lead nurturing with you. This is the essence of lead nurturing. Without relevance, lead nurturing becomes just another marketing campaign. Think relevance.

Lead Nurturing in 6 Simple Steps

B2B Lead Generation Blog

Tweet What’s the quickest, cheapest way to implement lead nurturing? I get that question frequently when I talk to marketers about lead nurturing. Lead nurturing is pretty easy to understand, but hard to execute when you have little time or budget. I thought I’d share my barest-bones lead nurturing strategy. Checklist of lead nurturing questions. Step #1. Step #2.

Lead Nurturing: What it is, and what it is not

B2B Lead Generation Blog

Tweet Building on my post last week , I was reminded of a conversation I had with a marketer who was meeting with her new boss to explain the need for a new lead nurturing strategy. The problem was that her boss felt their current integrated marketing campaigns qualified as lead nurturing. We discussed the challenges of communicating what is and isn’t lead nurturing.

How to Put the Customer First in Lead Generation

B2B Lead Generation Blog

Tweet Putting customers first in lead generation. Complexity found in things like Marketing-qualified leads (MQLs), Sales-qualified leads (SQLs), opportunities, lead engagement scores and other KPIs are helpful to see trends and measure what we deem important to us, but something is often missing. At its core, lead generation is really about relationships.

8 Ways to Create More Effective Lead Generation Programs

Explore key areas you should focus on with your content syndication strategy in order to help you get the attention of your target audience and build trust

Building Your Strategic Lead Generation Portfolio

B2B Lead Generation Blog

Tweet To be successful at lead generation, marketers can’t rely on one specific tactic. A while ago, I created a mind map of lead generation channels for my book Lead Generation for the Complex Sale. You click the map image to expand it or download it as a PDF: Download the Lead Generation Channel Map as a PDF. Build your lead generation calendar.

The Biggest Contributor to B2B Revenue

B2B Lead Generation Blog

In most B2B companies with complex products or services, marketing-sourced leads rarely account for even half the revenue and often it is much less. Very quickly, these teams contribute more pipeline than any other lead source. Those sales development teams might follow up on inbound marketing leads or use outbound prospecting to set appointments or develop opportunities.

Lead Generation via Influencers and Experts in 4 Steps

B2B Lead Generation Blog

Tweet Proactively building relationships with influencers and industry experts and is a powerful way to generate leads and positive word of mouth (WOM). Here are four steps to engage and develop leads via influencers: Step 1: Target — Map out the key players, experts and opinion molders in your industry. You and your company could also be sales lead referral source for them as well.

Email Marketing: 3 lead nurture paths you should automate

B2B Lead Generation Blog

Tweet Marketing automation can help you manage lead nurturing efforts in a complex marketplace. In today’s B2B Lead Roundtable Blog post, we’ll look at three lead nurture tracks you should automate to aid your email marketing efforts from a MarketingSherpa Lead Gen Summit 2013 presentation featuring Keith Lincoln, Vice President of Marketing, SmartBear. Path #1.

How to Leverage Content Marketing to Power Your B2B Marketing Automation Funnel

Generate more leads. Better leads. Engage customers, increase upsells, boost revenue and save precious time -- these are the benefits of marketing automation. And content fuels it all

How to Use Trigger Events for More and Better Leads

B2B Lead Generation Blog

This common statement has big implications if you’re doing account-based marketing (ABM) and lead generation. Why doing more lead generation activity doesn’t help . Marketers often believe they solve the issue of clients being further in their purchase process by driving more early-stage leads to sales. Step 3: Start using trigger events for better and more lead generation .

15 Tips to Generate More Leads in 2015 (Part 1, featuring tips 1-5)

B2B Lead Generation Blog

Tweet It’s a new year, and you’re likely kicking off marketing and lead generation programs to drive more new leads for 2015. Most new leads go nowhere. Often, it’s because Sales and Marketing have not agreed on a true lead definition and have not created a joint process for finding who’s ready to buy and building relationships with those who aren’t. Here’s how. million.

16 Proven Ways to Get Better Opportunities Now (Part 2)

B2B Lead Generation Blog

Marketers spend a lot of time and effort generating inbound leads, but they often struggle getting those leads to convert into sales opportunities and customers after they hand them off to sales. . In this post, I’ll share 16 proven ways get better sales opportunities from your lead generation and account based marketing. Touch longer-term leads frequently and relevantly. .

4 Steps to Lead Nurturing: Walking the buying path with your customers

B2B Lead Generation Blog

Tweet Lead generation can take you on a long hike. The goal of lead nurturing is to help progress leads from initial interest toward purchase intent. I define lead nurturing as consistent and meaningful communication with viable prospects (those that are “a fit” for your solution), regardless of their timing to buy. Lead Nurturing B2B customer path Building trust.

B2B Marketing Trends for 2016

distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. To get a more granular view of how B2B marketing professionals are adapting to these trends and pressures, we asked 25 leading influencers. preference, lead generation) isn't new, just more intense. its role beyond lead gen. Tom has been published on leading.

16 Proven Ways to Get Better Opportunities Now (Part 1)

B2B Lead Generation Blog

When I’ve talked with marketers about their b2b lead generation results, I’ve heard statements like, “We’re generating a ton of leads, but they aren’t converting” or “We need to increase lead quantity” or “We need to generate more qualified leads.”. I’ve learned it’s not about generating more leads. Create a universal lead definition. .

How giving useful ideas and secrets builds trust

B2B Lead Generation Blog

I had coffee with a potential partner, and our conversation ebbed to us talking about business philosophy, marketing, and lead generation. The purpose of a website is to convert, to get people to respond, and generate leads.” Read his post, Why We’re Throwing Out All Of Our Lead Forms And Making Content Free. I talked about freely sharing ideas and helping people.

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Lead Gen: A proposed replacement for BANT

B2B Lead Generation Blog

Tweet According to the MarketingSherpa 2012 Lead Generation Benchmark Report , 24% of marketers ask a timeline-to-purchase question on their lead capture forms. Q: Please select the most important fields that you need to collect from your leads on the lead generation form. Lead qualification in a post-BANT world. Lead qualification does not start with prospects.

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Lead Generation: Balancing lead quality and lead quantity

B2B Lead Generation Blog

Tweet Lead generation is somewhat like a tightrope act. Generate too many leads, and the rope between Sales and Marketing breaks. If you don’t generate enough leads that turn into sales, your ROI plummets. As Debbie Pryer, Program Manager, Siemens Healthcare , discovered, finding the right balance between lead quantity and quality takes trust, teamwork and planning.

B2B Marketing Trends for 2016

distribution and lead nurturing, to more effectively communicate with prospective buyers at each stage of funnel. To get a more granular view of how B2B marketing professionals are adapting to these trends and pressures, we asked 25 leading influencers. preference, lead generation) isn't new, just more intense. its role beyond lead gen. Tom has been published on leading.

Content Marketing Tips for Lead Nurturing

B2B Lead Generation Blog

Tweet I was asked by a reader to provide some examples of what lead nurturing touches may look like. Lead nurturing is something that’s fairly easy to understand, but for many, it’s become a frustrating thing consistently execute for two reasons: Lack of content. I’ve found that many marketers get stuck on not having enough good and effective lead nurturing content. My advice is to start accumulating and building your lead nurturing library now. How do you build your library of relevant lead nurturing content ? No plan for consistency. What can you do online?

How the Halo Effect Drives Lead Generation

B2B Lead Generation Blog

My dad taught me many lessons growing up, and one that stands out as relevant to lead generation went something like this: He said, “Choose your friends carefully because we become like the people we spend most of our time with, and [like it or not] we’re judged by the company we keep.” In this post I’m going to explain how it applies to lead generation. You might also like.

Lead Generation: 2 simple tips to determine cost per lead

B2B Lead Generation Blog

Tweet Getting to the heart of lead cost is not easy. In today’s B2B Lead Roundtable Blog post, I wanted to explore cost per lead by sharing a few tips and insights from the panel of industry experts that spoke on the subject at MarketingSherpa Lead Gen Summit 2013. Clearly define what a lead is for your organization. Move toward thinking of lead cost in aggregate.

Lead Nurturing: Why good call scripts are built on storytelling

B2B Lead Generation Blog

In this B2B Lead Roundtable Blog post, we’ll break down a call script used for voicemails from a lead nurturing experiment to better understand how positioning your “ask” at the right time can aid your lead nurturing efforts. Lead Nurturing Tested [See the full Web clinic replay for more on this experiment plus insights on lead nurturing tactics].